Robert & Sheri Blackman’s Telephone

Interviewed Leads Secrets!

Discover how to set 2 to 4 appointments out of every 10 people you call!

Learn how to take the FEAR out of making phone calls and become a top

distributor in your Network Marketing program!

Inside You’ll Discover:

- Phone Scripts that set appointments!

- Emails that get prospects to watch your video or read your information

- Text messages to help you get more people to show up to your

appointments

- How to close your prospects on the phone the first time you call them

- Plus, much, much more!

Get Your Telephone Interviewed Leads at:

www.ProfitLeadsUniversity.com

Telephone Interviewed Leads

What Are they?

Telephone Interviewed Leads are people who have opted into a website looking for

more information on starting their own business and/or making money from home.

We then take those leads and send them to a Call Center and they will dial between

25 and 50 people to get one interviewed lead who says they want someone to

contact them about making additional money from home.

What information do you get with them?

- First and Last Name

- Email address - Telephone Number

- Agent they spoke with (very important) - How much extra money would they like to make monthly

- How much time can they spend each week on your business - If you found the right business would you invest at least $100 to get started - Gender

- Best time to call them

What kind of response should I expect?

Having called over 50,000 leads in our career here’s our averages:

- 100 calls made

- 20 to 40 appointments set - 10 to 20 people will show up to the appointment

- 5 to 10 people will become a customer or a distributor - Commit to at least 90 days of calling as it takes that long to see results!

Your goal is to call each lead, verify their email, send them a video to watch about

your Network Marketing Program and set a follow up time to answer any of their

questions.

When you speak with them on the follow up your goal is to start with the following:

Ask them 4 qualifying questions to get them to either become a Retail Customer or a Wholesale Distributor.

There are only three possible outcomes when you call to set an appointment:

1. Get a live caller

2. Get a voice mail

3. No answer or no voice mail set up yet

Sample Phone Script

Get your list of prospects that you have received from Profit Leads and sort them

by Morning, Afternoon and Evening contact times.

We’ll be basing my examples here on calling 100 Telephone Interviewed Leads a

month. We recommend calling 25 leads at one time, or at least 5 leads per day.

SPEAKING TO A LIVE PROSPECT:

“Hi is this (prospects name)? This is Robert calling you from

Oklahoma. The purpose of my call is you recently spoke with a

gentleman from my office by the name of Max about our business.

I’m calling today to just verify your email address so I can send you

a video to watch to see if this is a fit or match for you. If I give you a

website will you watch a short video that tells you how our program

works? (Have them verify their email, or read it to them) Great,

here’s how the process works (prospects name).

Watch the video I send to you today and write down any questions

you have. We have a proven game plan to increase your income in

the next 90 days and I’d like to tell you more about that once you

watch the video.

What’s a good time tonight or tomorrow to call you back and answer

your questions and tell you about our 90-day game plan? Great, be

looking for an email that says: We Just Spoke on the Phone. See you

at 9pm tonight!”

Be sure to take good notes and actually have your planner out when you are

making phone calls so you don’t over-book appointments. Remember, only about

50% of those who set an appointment with you actually show up to the

appointment! So, the more relaxed and upbeat you are and less “salesy or pushy”

the more people will actually show up to hear about your proven 90-day game plan!

You can hear me call 25 Telephone Interviewed Leads and set 10

appointments at my website now: Just Click Here to Listen!

EMAIL TO YOUR PROSPECT YOU SPOKE LIVE WITH:

Subject, John, we just spoke on the phone

Hi John,

Here’s the video to watch about the business we spoke about today:

www.YourWebsiteGoesHere.com

Watch the video, write down your questions and I’ll call you at 9pm

eastern time tonight per our conversation.

When I call you be sure you have a pen and paper as I’ll be going

over our proven 90-day game plan to $1,000 or more per month.

See you then!

Sincerely,

Robert Blackman

(405) 833-6899

LEAVING 1st VOICE MAIL:

“Hi John this is (your name). My name is Robert and I’m calling you

from Oklahoma.

The reason for my call John is you recently spoke to a gentleman in

my office by the name of Max about our business.

He took down your email at (read their email) and what I’m going to

do is forward you a video to watch that explains more about how our

program works.

We are looking for people in the Atlanta, GA area (mention their City

and State) and I’d like to set up a time to talk with you about how we

can significantly increase your income over the next 90 days with our

proven game plan.

Be looking for an email from me that says: John, I just left you a

voice mail.

Watch the video, write down your questions and either email me or

call me to set up a time to chat.

Enjoy the video and I look forward to going over our program with

you, have a great day!”

LEAVING 2nd VOICE MAIL:

“Hi John this is (your name). My name is Robert and I’m calling you

from Oklahoma.

You had spoken to Max about our business and I sent you an email

with our information to review.

Give me a call back if you’re looking to change your financial

situation in the next 90 days.

Thanks!

He took down your email at (read their email) and what I’m going to

do is forward you a video to watch that explains more about how our

program works.

LEAVING 1st VOICE MAIL:

“Hi John this is (your name). My name is Robert and I’m calling you

from Oklahoma.

The reason for my call John is you recently spoke to a gentleman in

my office by the name of Max about our business.

He took down your email at (read their email) and what I’m going to

do is forward you a video to watch that explains more about how our

program works.

EMAIL TO YOUR PROSPECT YOU LEFT A VOICE MAIL MESSAGE:

Subject, John, I just left you a voice mail

Here’s the video to watch about our business I left you a message

about today:

www.YourWebsiteGoesHere.com

Watch the video, write down your questions and email me or call me

to set up a time to go over how our program can increase your

income over the next 90 days or less!

Talk to you soon.

Sincerely,

Robert Blackman

(405) 833-6899

PS Watch the video and email or call me to schedule a time to go

over it. I have a proven 90-day game plan to get you to $1,000 or

more a month, working part-time, from home!

If you are going to contact the leads that you get from us each month use the

above email and phone script to call and email your leads.

You can simply send them to your site and ask them to WATCH the Video.

There are many options for you to choose from when it comes to videos.

Our suggestion is to find a video you like and are excited about on your company’s

YouTube Channel or your very own website.

Do not send them to another landing page where they must opt-in again!

That’s the kiss of death.

You want them to watch your video, read your .pdf or listen to a recorded phone

call, that’s the #1 Goal you have when you set an appointment.

Set the appointment, get the video to them, follow the closing questions listed in

this training!

What you want is for your prospect to watch a video and then ask you questions.

Then, we suggest sending them to your replicated website if they want more

information.

And, don’t be afraid to take their order over the phone, or even 3-way them into

your company. Do not, and I’ll repeat, do not TRUST that they will go back to your

website “later” and join. 99% of them will not and you’ll lose them forever. Take

their order while the “iron is hot!” You can also, in most companies, just login to

your back office and can enroll a customer or distributor there very easily.

Remember, if someone is “open” it doesn’t matter what you get to them, a

brochure, a VIDEO, a website, an Interview, a conference call, etc. If they are NOT

open, then nothing will work.

So, don’t get caught up on trying to figure out which is the best tool to use.

I would email them at least once a week until they respond with a no or yes.

If you call one of the leads and they don’t answer send this email:

EMAIL TO YOUR PROSPECT WITH NO VOICE MAIL:

Subject, John, I just tried to call you

Hi John,

Here’s the video to watch about our business you spoke with Max

from my office a few days ago:

www.YourWebsiteGoesHere.com

Watch the video, write down your questions and email me or call me

to set up a time to go over how our program can increase your

income over the next 90 days or less!

Talk to you soon.

Sincerely,

Robert Blackman

(405) 833-6899

PS Watch the video and email or call me to schedule a time to go

over it. I have a proven 90-day game plan to get you to $1,000 or

more a month, working part-time, from home!

You can also text your video to your prospects and remind them of the appointment

time to increase your show up rates.

And, if you get an incorrect phone number we replace those leads free of charge.

Sample Texting to Those You Don’t

Talk to Live

First Text:

“Hi John, I understand you spoke with Max in our office recently and you shared

that you were interested in making money from home. Our company is looking for

leaders in your area. If I send you a video with all the details, will you watch it? If

so, what’s your email? Thanks, Robert Blackman”

Second Text After They’ve Answered Yes:

“Here’s the video that gives you an idea of our company and how you can make

money with us: www.YourWebsiteGoesHere.com I’ve got a Proven 90-Day Game

Plan to get you to $1,000 or more per month. Watch the video and then text me a

good time to talk so I can explain our 90-Day Game Plan!”

Sample Texting to Confirm Your Set

Appointment With Those You Spoke

on the Phone With: First Text:

“Hi John, it was great speaking with you today. I’ve sent you an email with the

video to watch before our appointment at 7pm tomorrow. Watch the video, write

down your questions and at our appointment I’ll go over those and our 90-Day

Game Plan to get you to $1,000+ a month! Thanks, Robert Blackman”

Second Text After They’ve Answered Yes:

“Here’s the video that gives you an idea of our company and how you can make

money with us: www.YourWebsiteGoesHere.com I’ve got a Proven 90-Day Game

Plan to get you to $1,000 or more per month. Watch the video and then text me a

good time to talk so I can explain our 90-Day Game Plan!”

The 3-Step Interview Process with

Our Telephone Interviewed Leads

This technique will take an extra step or two, but it will yield you more

signups in your program. Here’s the steps you take during this process.

1) You call up the prospect and tell them you’d like to set up an interview

time to go over their interest in starting their own business.

2) You have that interview and ask them pre-qualifying questions we’ll

provide you, or you can make up your own and then, in your opinion if the

prospects are ready to look at what you’re doing, setup a third appointment

to share with them your opportunity.

3) At this point you get to decide if you just send them your website and

information and set up a time, or do you set up a time and you watch

together, just like a head hunter for a Major 500 company would do.

This method is the best.

Why?

When you give the information to the prospect and then you set an

appointment, they will no-show you for one of two reasons. One, they never

watch the video and see your call and let you go to voice mail as life got in

the way and they are embarrassed and let your call go to voice mail. Two,

they did watch the video or website and decided they didn’t like the products

or services you have. They decided they didn’t want to spend $99 to $499

to join your program. But, if you are THERE with them when this discovery

happens you can overcome their objections. (We have those in the back of

this booklet as well to help you through the objection process.)

Here’s why this “Interview” process works.

1. Most everyone has posted their resume on Monster, Indeed and other

job-hunting websites.

When a head hunter or someone from the Human

Resources calls you and says: “Robert, I got your resume

and I’d like to set up a telephone interview this week

with you. How about Thursday night at 7pm?”

2. You make sure no matter what, you make that appointment, right?

Have you ever missed a job interview? Then, you tried to call them

back and set the interview again? Only to find out that you’ve been

passed by? What we are trying to do here is reverse the POSTURE to

you, the distributor away from the prospect. That’s why the

“Interview Process” works.

3. The person who is asking the questions is the one whom is in control.

We want YOU to be in control of the interviewing process. Yes, you’re

interviewing someone for a 100% commission job where they own

their own business. This take a little time and it’s just important for

the prospect as it is for you. This is the reason we are so successful

with these Telephone Interviewed Leads because we know how to

interview them!

Here are the steps and then we will go into the details

on what to say and how to make this process works.

Step 1: You call the prospect who has already opted in and already spoken

to an agent at the phone room. They have already said yes TWICE. We call

that lead being “Teed Up” for you in the golfing world lingo. The purpose of

this call is to set up the interview. Just like a head hunter or a H.R. person

would who found your resume on Monster or Indeed. It’s a short and sweet

call and you are clear with them what the next call will be all about (scripts

listed below).

Step 2: The Interview itself. Remember, your prospect has opted in, been

called by the phone room, called by you and agreed to an interview. That’s

what we call a “HOT LEAD!”. Don’t fall into the trap of telling the prospect

too much before the interview. Don’t get excited that you skip a step.

There is a method to this “prospecting madness”, so trust the process

please! It’s on Step 2 that you personally determine if you want to take this

candidate to the next and final step and introduce them to your program or

not. You’re building a team. Imagine if you were a Mercedes Benz Sales

Manager. You wouldn’t just throw anyone with a heart beat out on the lot to

sell $100,000+ cars, would you? Of course not. The problem in Network

Marketing we tend to lose posture in the prospecting process as we are so

desperate and excited to even have a bite on the hook that we begin to beg

instead of interview. (You can ask them any questions that you want, but we

have a series of ones that have worked well for us listed below).

Step 3: This step is where you’re going to have to use your own judgement

through “trial and error”. Our philosophy is that the key to recruiting is to

create and maintain curiosity if you can until you show them your business

presentation. As soon as you say: “skin care, coffee, transfer buy, weight

loss, energy drink, legal services, etc.,” you give the prospect ammunition to

say this:

“Oh, neither me or anyone I know would be interested in any kind of

those things, but thank you anyway, click”.

To recap, at this point your prospect has:

- Opted in

- Spoke with a phone agent

- Spoke with you to set up an interview

- Had the interview

- Still ready for more information and see what you have

- THAT’S FIVE YESES!

At this point you already know if this prospect is a good candidate for either

just being a customer or a distributor with you!

Now, there are two ways to proceed neither one is going to yield significant

more results than the other. You just must pick which one is either best for

you or best for the process.

A) You tell them you are going to forward your information about your

company via email or text and set up another time to go over the

program, answer their questions, sign them up and/or get referrals.

The challenge here is, of course, you give some of the posture back to

the prospect and they can choose to “No-Show” you for whatever

reason. One, being they never got around to watching the information

and when you called they let you go to voice mail out of

embarrassment. Second, someone at their home, friends or co-

workers “got to them”. They watched it with them or based on their

request to help evaluate the opportunity and they blew them out of

the water.

B) The alternative to step “A” above, you set the appointment with them

and ask them to be in front of a computer and you watch the video

with them and answer their questions an overcome any objections

they may have. We have an “Overcoming Objections” section for you.

But, you may also get some guidance from your sponsor or growing

upline to help you in this vein.

Listed below is the exact scripts you will use for all three steps to

insure your success. Remember, what makes this technique work is

that are acting like a head hunter or someone from a HR department

and you are interviewing 20 candidates that week for just 1 job

opening. And, if you pick the wrong candidate you could lose your

job! You are upbeat, positive, but you are also in control LEADING the

prospect through the process and you have the POSTURE in the entire

interviewing process…much like working for a Fortune 100 or 500

Corporation. This technique “mirrors” the real-world situation that

most prospects have found themselves in. So, but mirroring this

process with an Entrepreneurial twist you gain control of the

conversation and you are the one asking the questions. And, who is

normally in charge of a conversation? The one asking all the

questions!

Step 1: “Hi is this Mary? Hi Mary, my name is Robert and you and I

have never spoken before, but just recently you did speak with Jane

from our office and she said you were doing some research online

looking to make extra money or start a business from home. Have

you already found something, or are you still opening to look at what

we have?” If they say “yes, they are still open”, but sure you have your

calendar open and you pick the time and say: “Mary, based on your

interest level I’d like to just do a short interview at 7pm on this

coming Thursday to see if you are a match for our program. Would 7

central on Thursday night work for you?” If they say they are not

interested or never talked to Jane, then ask them if they know of anyone

who would be interested in making an extra $1,000 to $2,000 a month

working part time from home. That may reel them back in, give you a

referral or a hang up! Just so you know if someone says they never spoken

with a phone room agent we will replace that lead free of charge. It does

happen, people change their mind, or you caught them on a bad day.

The purpose of call #1 is to book the interview. Don’t explain it. Don’t give

them a website. This is like a job interview and to see if the prospect has

the entrepreneurial spirit and commitment it takes to succeed. Explain to

them that the second interview really allows both of you to ask questions to

see if this is a fit or match for you and allows your and your company to

have over a 95% success rate in helping others succeed in their very own

business! (Our motto is: “When a professional shows up it doesn’t

matter how old or young the company is, it doesn’t matter what the

product line is it doesn’t matter what the pay plan is, and it doesn’t

matter what the system is, they succeed regardless!”) Unfortunately,

not everyone you encounter will be a Professional that’s why we have these

systems in place to keep you, the leader, able to just point and recommend

instead of everything having to go through you!

Step 2: You and Mary meet for the actual interview. Remember, we are

trying to MIMIC the success of a job interview during this interview to

determine if the prospect has what it takes to become an entrepreneur and

Network Marketer. The questions below is what we use, but you can use

your own, or even mix it up and use some of ours and yours in tandom.

This is not a long call. Maybe 15-30 minutes max. The person in control

here is the one who asks all the questions, which is YOU! This gives you

POSTURE instead of you basically begging the prospect to sign up or give

you some names so you can sign someone up from their referrals.

This is important to note, by taking on the “Interview” angle instead of

just setting an “Appointment” you are psychologically in charge of the

process. You have your prospect on their heels a bit and they are going to

try to say things to you that will impress you, much like you would on a job

interview. We are jut borrowing the posture, we are not implying this a job

and you should NEVER do that. Instead, try and follow the questions below

and you’ll see why this process works.

“Okay Mary, what I’d like to do is ask you a few questions to get to

know you better and then finish up with some general questions that

help us have 95% success rate in helping those who are serious

about making extra money from home and becoming an

entrepreneur. Sound good to you? Okay let’s get started”!

1. Tell me a little bit about yourself. Where were you born and did

anyone in our family ever own their own business?

2. Have you ever owned or run your own business before?

3. What made you start looking and researching now?

4. What do you currently do now for a living?

5. What days of the week and how many hours a week can you

invest in your business?

6. Will there be anyone helping you or will you be going it all alone.

7. What do you think your strengths are?

8. What do you think your weaknesses are?

9. Are there any specific industries that you are most passionate

about?

10. Would you prefer to do business over the phone and the internet

or in person?

11. How hard are you willing to make it work?

12. How many hours a week can you work and tell me about your

typical day.

13. How much capital can you realistically invest in starting up and

how much can you maintain monthly?

14. How much money would you like to make your first year? Your

second year? Year five?

15. How quickly are you looking to replace your income at work or

are you willing to do both for an extended period of time?

16. Do you have support at home or with your family and friends.

17. Are you willing to work at least 30-90 day before you turn a

profit?

You then say:

“Mary based upon your answers to these questions you qualify for

the next interview where we tell you more specifically about our business, how we can help you succeed and how much income

potential you can make on both a part-time and full-time basis. I have two openings, one Wednesday and one on Thursday, which

works best for you?”

Step 3: Set up another time with Mary to show her your program. There

are two schools of thought here. Now, that you have spoken with Mary and

she seems like a real “go-getter” and she wants to know NOW what you’re

doing, you could go ahead and send her your video, .pdf or company

website in advance of your next appointment. There are two disadvantages

of this technique, although you can still use it. First, she “no-shows” your

next interview. Why? She didn’t have time to watch your video because life

got in the way. When Mary sees your caller ID she lets it go to voice mail.

Secondly, she did watch the video and pre-judged your program and decided

on her own that the program wasn’t for her…so she ignored your call and all

that time you have spent with Mary is wasted.

What I suggest is you tell Mary to be in front of your computer on the next

interview and you walk her though the video, website, product line, how you

get paid and how to start. That way, you are in control of the content and

you’re able to answer her objections in real time and help her understand

exactly what she’ll be doing, and this is the kind of help she can expect

when she joins with you! (If you aren’t confident to do this last step, or any

of the steps, get with your sponsor or growing upline, I’m sure they’ll be

more than happy to help you!)

This method takes a bit longer and you will still get no-shows at your

prepared times for an interview, but they will be less than with the

appointment method. I suggest you try 10 each way and you’ll get a feel for

which one works best for you.

So, what is the flow and outline of the 3rd and final interview?

1) I would first have them watch a 3-7-minute video. No 20-30-minute

videos or Mary may hang up or interpret the video and say she must

go.

2) Show a quick video and ask if she has any questions.

3) Show the product and services and ask if she has any questions.

4) Show her a simplified method of how she gets paid and ask if she has

any questions. (Note; showing her how she can break even or get her

initial outlay of money is key here. If it’s $499 to join, show her that

she only needs 3 or 4 to sign up and she gets her initial investment

back, etc. Then, show her how to get to $1000 a month, $2,500 a

month and even $5,000 a month or above if you can do that quickly).

Refer to the closing or overcoming objections section in the back of

this booklet to help you get the order right NOW while you’re on the

phone.

Also, get with your upline as they may have already perfected a winning

method of what to say and show your prospects via the phone or zoom to

sign someone up!

Closing tips: How to Close Your

Prospects! - It’s a natural byproduct of following up with prospects at the appointment

- Exposure to Exposure is your job

- Goal is education & understanding to your prospects

- You need Good Posture and Command of the process

- You need to ask good questions, which puts you in charge

Here’s how the Professional Network Marketer approaches “Closing”

- They are emotionally detached

- Their goal is education and understanding

- They are extremely assumptive and shocked that someone wouldn’t want

either the product/service/opportunity in their lives!

- Most amateurs are apologizing and don’t realize it

- They know that people are joining with “them”, and they take pride in that

- They are always prepared. You know your website, your pay plan, your cost

of joining, products on hand, applications, the company number to 3-way

them in, they know how to take an order in person and place it later, etc.

You are a Pro!

After your prospect sees your information an Amateurs Say:

“What did you think?”

Professionals ask Leading Questions that invoke positive responses:

- Did it make sense to you?

- Pretty exciting, isn’t it?

- What did you like best about what you saw?

- What did you like best? (i.e. the product or the opportunity?)

- On a scale of 1 to 10, 1 being no interest at all and 10 being you’re ready to

get started right away, where do you see yourself?

- Anything over a 1 is good!

Act like a Consultant, or a Coach and not as a Salesperson, to help them solve their

problem.

4 Closing Questions to Ask

Question #1: Bob, based upon what you’ve just seen (or read or listened to), if

you were to start with us on a part-time basis, about how much money a month

would you need to earn per month in order to make this business worth your time?

Then, just wait for the answer.

Never suggest a number like “You’d like to make $10,000 a month, wouldn’t you?”

Never say that. Now, it doesn’t matter if they say $500, $1,000, $5,000 or even

$10,000 a month.

Sometime distributors fall into the trap of trying to sell a $10,000 a month

opportunity and all your prospect really wants is an extra $500 a month. So, let

them OWN their number, don’t feed them a number, let them tell you what it is and

that helps you identify who you are speaking with!

The key is to “let them tell you what dollar amount is exciting to them”!

Let’s pretend they say $2,000 a month.

You say “great” and go to the next question.

Question #2: About how many hours a week do you think you could dedicate in

this business in order to make that $2,000 a month?

Then, just wait for the answer.

Let’s pretend they say “10 hours a week”.

You say “great” and go to the next question.

Question #3: About how many months would you be willing to work those 10

hours a week in order to develop a $2,000 a month passive, residual income?

Then, just wait for the answer.

You can get unreasonable answers here. They may want to make $10,000 a month

and commit 2 hours a week and in 2 months’ time.

Then as a consultant, with your “consultant type mindset” what do you need to do?

You’ve got to tell them that’s an “unrealistic expectation”. “But, if you’re willing to

change one of these 3 numbers, we can get you there”. They must change the

dollar amount, the number of hours and/or the number of months.

If they aren’t willing to do that then say “this program might not be for you then”.

Let’s pretend they say “6 months”

Question #4: If I could show you how to get that $2,000 a month income, those

10 hours a week over the next 6 months, is there anything else you need in order

to get started? Anything else you need to know to get started?

Then, just listen for the answer.

About 90% of the time they will say:

“If you can make that happen, then I’m ready to get started!”

By asking these questions and in this order, you’ve allowed THEM to create this

reality that they can get excited about!

Some people are going to shock you and you’ll think that they’ll want $10,000 or

more a month but all they really want is an extra $500 a month.

Maybe they’ve just had a talk with their spouse and they want to buy a new car, or

fix up the kitchen, or just talking about their bills and they just want to pay off their

credit cards!

Then, your job is to help create a “ROADMAP” in order for them to make that

happen.

SUGGESTION:

I find that if you can help them reach their first or even second pin level in their

first 90 days they will stay long term.

And, be sure to “Show Them the Money” when they get to those ranks!

My wife Sheri and I have built our career on calling leads.

We had to, as we ran out of people to talk to that we know.

Trust this 90-day process.

Fill your pipeline with good prospects.

Don’t get discouraged that someone doesn’t join the day you follow up with them.

That rarely happens.

Just think of how long it took you to join after you heard about your opportunity.

Was it a day? A week? A month?

I call between 25 and 100 people a day with these techniques.

I never have to worry about having people to talk to or sign up as a customer or a

distributor in my program.

It is a great feeling knowing when you wake up in the morning not only do you

have plenty of appointments, but that your entire organization does to!

www.ProfitLeadsUniversity.com

5 Ways to Overcome the Objection:

“Let Me Think About It”

What would telephone selling be like without a daily dose of:

“Let me think about it?”

Probably much easier and much less frustrating. But since the objection is not going to go away any time soon perhaps now is a good time to look at some ways to tackle it.

Is it Real?

When a prospect says “let me think about it”, is he telling the truth? Some prospects toss out this classic objection because they simply want to get rid of you.

They say it, not because they mean it, but because it is a polite method of getting you off the line. The trouble is, if you are not savvy to this brush off, you can waste

a lot of time and energy following up with e-mails and phone calls.

On the other hand, some prospects really DO need time to think about it. Some need time to ponder their options while others like to simply digest the information

to ensure that they do not make a snap decision.

The challenge here is that if you are a cynical sales rep who has heard the objection time and time again, you may not take the prospect seriously and fail to follow up

and hence, lose the opportunity.

So how do you tackle this devilish objection? Here are four approaches.

#1: Say Nothing

Here’s how it works: when they tell you they want to think about it, say nothing. That’s all there is to it. Just wait patiently.

Silence over the telephone creates a vacuum and most prospects get uncomfortable

with the silence. After two or three seconds, most feel the compelling need to fill the void with words.

You will be absolutely amazed at how well this technique works as long as you can

discipline yourself to hold your tongue for a few seconds. Typically, the prospect will elaborate on the “let me think about it” objection and this often uncovers the real objection.

For example, they might explain that they have to speak to their spouse or their partner. Suddenly you discover another player in the game. They may reveal that

they are looking at other proposals and now you know you are in a competitive situation. Or they may simply not be interested at all. In any event, you have more

information upon which to base your next step.

#2: I am Not Sure I Understand

This is a powerful response to the objection. When the prospect explains that they would like to ‘think about it’ pause for a second or so and then slowly say, “I am

not sure I understand.” The trick here is delivery.

Be subtle and use the tone of your voice to show surprised confusion, not belligerence. Do not utter a word. Let silence do its work. When the prospects hear the confusion in your tone they almost automatically feel the compelling need to

‘come to your rescue’ and elaborate further on their hesitancy.

#3: Give Them the Time and Get a Commitment

Another approach is to grant them the time but put a time limit on their pondering. For example, Prospect: “Well, let me think about it.”

You: “I understand completely, John. A decision like this needs some time. And

what I would like to recommend is that I give you a call next week to get your thoughts and to determine the next steps. How does Wednesday at 8:45 look on

your calendar?”

If the prospect accepts the recommendation the objection is probably legitimate. The prospect needs time for whatever reason. You know this because they have

agreed to a specific time and date. It shows commitment.

Again, the key is to not only get a follow up date but also a specific time.

This approach is very non-threatening and is perfect for prospects who legitimately want more time. They will appreciate your courtesy and understanding. This is why

you deliberately empathize with the prospect by saying you “understand.”

These types of prospects do not like being cajoled or pressured. If you push too hard, they will say no to your offer because they do not like you and your ‘aggressive’ approach. Your offer could be extremely valuable and well-priced but

these prospects value trust and relationship more.

If the prospect balks at your first suggestion, try another date and time and see if they positively respond. If they balk again, ask when would be a good time and

date. If they cannot make a commitment chances are they are brushing you off and your time is probably better spent elsewhere.

#4: Probe for Legitimacy

Here are some techniques to determine the legitimacy of the objection. Begin by empathizing with the prospect and then gently ask a question to get the prospect to

clarify.

For example: Prospect: “Let me think about it.”

Rep: “I understand completely. If I were sitting where you are now I’d probably want to think about it too. If I may, one quick question:”

“what concerns so you still have? Or…

“what’ is causing you to hesitate?” Or…

“what is your number concern about not proceeding further?” Or…

“what will your final decision will be based upon?”

This type of probing gets the prospect to open up and to help you determine if the objection is real or otherwise.

#5 The Level With Me Response

One of the best ways to deal with this objection is to ask the prospect to be

completely candid with you. Here is how it works:

Prospect: “I’d like to think about it.”

Rep, “Fair enough. But John, we’ve spent a bit of time reviewing your situation and there seems to be a good fit. Please level with me, “What’s holding you back?”

The technique has a few things going for it. Note the use of the prospects name. It

is used deliberately to create a bond of familiarity. It also gets the prospect to listen more closely.

Next, the rep points at a “bit of time” was used up and the implication is that the rep is at least owed an explanation. In addition, the rep uses a colloquial expression – level with me- which in effect, is saying to the prospect ‘hey, no games here, let’s

be honest with one another.’ Finally, there is the use of good old fashioned politeness when the rep uses the word ‘please.’ It is a wonderful approach.

Summary

Don’t let your prospect off the hook when you hear this objection. Try one of these

five techniques and see how they work for you!

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